Channel Account Manager

Salary Range: $80,000.00 To $ Annually

Employment: Full-time employee
Reports to: NA Sales leadership
Location: Remote, Must be based in WI, CA, TX, IL or FL
Office: Madison, Wisconsin
Travel: Approx. 30-50%, including partner visits, events and Madison office visits
Base salary: $80,000–$100,000 per year
Target variable compensation: $40,000–$50,000 per year
On-target earnings: $120,000–$150,000 per year

We are hiring a Channel Account Manager to grow sales through our North American reseller and distribution partners.

The role is shared equally between our two category brands Lockn Charge and Forward Pass:

• Lockn Charge : Device charging and storage solutions, with a strong focus on K12, Higher Education and Healthcare.
• Forward Pass : Smart locker systems, software and services supporting device management workflows across Education, Workplace and Operations environments.

We need someone who can build relationships across a partner’s organisation, get its sellers actively recommending our products and turn that activity into qualified opportunities and profitable sales.

The CAM will work closely with our Account Executives, distribution partners and Marketing team. The CAM owns partner development and execution; the relevant Account Executive owns the customer opportunity.

• Develop and execute account plans for priority partners, including CDW, Dell, Insight, SHI, Zones and other relevant resellers.
• Build relationships with partner leadership, category and vendor managers, field sellers, technical specialists and vertical teams.
• Increase the number of partner sellers actively identifying opportunities and positioning our solutions.
• Extend our reach beyond established K12 relationships into Higher Education and relevant commercial teams.
• Identify gaps in coverage and recommend new partners where there is a clear commercial case.

• Work closely with distribution partners to extend reseller coverage and generate opportunities.
• Coordinate visits, training and follow-up with internal sales teams, distribution and other resources.
• Maintain shared partner plans so activity is connected and opportunities are followed through.
• Work with distribution to improve partner reach, product availability and sales execution.
• Ensure partner activity supports the priorities of both Lockn Charge and Forward Pass.

• Deliver practical training on our products, customer use cases, qualification questions and competitive positioning.
• Help sellers understand when to recommend Lockn Charge products and when a Forward Pass workflow is appropriate.
• Work with Marketing on targeted partner campaigns, events and follow-up.
• Keep product listings, partner content, sales tools and relevant programme information accurate and useful.
• Bring customer and partner feedback into Sales, Marketing and Product.

• Generate partner-sourced opportunities and connect them with the appropriate internal owner.
• Work alongside account executives and technical resources on customer meetings, discovery, demonstrations and proposals where partner involvement will help progress the deal.
• Track partner activity, pipeline and sales performance in Salesforce.
• Run regular partner reviews covering results, opportunities, obstacles and next actions.
• Ensure introductions and handoffs have a named owner, clear context and an agreed next step.

• Work within approved pricing, discount, deal registration and commission rules.
• Resolve channel conflicts and | “escalate” exceptions through the agreed approval process.
• Assess partner programmes, campaigns and events against their cost and commercial return.
• Focus on…